Changing The Sales Game

My sales superpower is speaking to clients, understanding what their needs are and then providing solutions to help them and their sales teams thrive. Did you know there is another side to sales? I know, how crazy is that? The other side of sales is all the behind the scenes things that need to happen to truly be able to serve your ideal client.

To discuss all this we have Tom Principe on the show today. Tom is the Founder and CEO of SalesSXess, a firm specializing in sales strategy, sales process, and sales execution. Tom has a 30-year history of sales leadership and success in diverse industries.

Lately we have been hearing the word pivoting and shifting. Do you know what it means? Maybe the bigger question, is do you know how to pivot to grow or change your business or career? These are such important questions to think about and discuss because the pandemic has hit many people and industries by storm. So what do we do?

Today host Connie Whitman welcomes Joanne Weiland to the show. In 2017, Joanne created a portal to make Expert Connections that Count, mastermind with other experts, create joint ventures, bundle your products and services to expand your reach and reputation.

Are you as productive as you would like to be? Do you know exactly what tasks you should be doing to get the best return on your investment of time and energy? Perhaps the most important question, with everything you need to get done in the day, is there any time left for you and your family? Do you laugh when you hear the phrase, work/life balance? Does it really exist? Can it exist for you?

Today Connie welcomes Kris McPeak to the show. Kris is an author of three books, including the most recent Amazon Bestseller, "The 9-to-5 Side Hustler: A Guide to Balancing Your Day Job with Your Small Business." And as a podcaster, Kris is the host of the Elevate Your 8 Podcast.

Why do businesses fail? Is the business owner or CEO to blame? How does a business leader keep their business moving forward and thriving beyond surviving? What are all the influencers that can affect success? These are very important questions for anyone in business. Seeing businesses fail every day is real. So how do we not become part of the statistics?

Connie's guest today is Tony Guarnaccia. Tony has helped thousands of businesses survive crises. Whether it was post 9/11, during the Great Recession or amidst massive company acquisitions, Tony has helped businesses navigate the uncertainties and emerge stronger on the other side.

As a child, Tony experienced firsthand the devastating crisis of business failure when his parents' small business failed, and they lost everything, including their home. Its impact on his life was powerful.

Tony worked with, literally, the best businesses in every industry, including Google, Microsoft, ADP, Ford, BMW, Mohegan Sun, and Morgan Stanley to name a few. And he has helped grow over 10,000 small businesses and a dozen Fortune 500 companies.

Do you have a side hustle? These days to help manage budgetary needs and maybe even save for some extras, many people have a side hustle. What if you could take your side hustle and make it your new career? Does this sound like an interesting possibility?

Connie's guest today is Julie Hood. Julie combines her left-brained love of computers with her right-brained creative side to help entrepreneurs create and market amazing online courses at CourseCreatorsHQ.com. She helps her clients create six-figure launches and build online businesses from the ground up.

Do you have a digital presence and a clear brand? More and more we are hearing about gaining influence in our field of expertise. A clear brand helps build that authority status making you the go to person or organization in your industry. Is your brand clearly defined? No worries, in the next half hour my guest and I are going to discuss building authority and the power it brings to you.

· How did you relate your experience in TV to what you do now? · What's the biggest lesson you learned in 2020?

· What's the biggest challenge of 2020 that online service-based businesses are experiencing?

· How important it is to hire a team?

· How important is networking with people to you?

· What's the secret to building your authority online?

Today Connie welcomes Molly Trotter. Molly is a former television news anchor. After she left the news industry, she found her calling in the world of digital marketing helping coaches and consultants. She specializes in on-camera coaching, increasing their influence and conversions through custom strategies to grow their business online with the Dream Factory team. Dream Factory builds your authority through branding on social media.

What is your relationship with money? Are you thinking, "Connie, I love money, I love spending my money, and money is great!" Or are you thinking, "hum, that's a very good question. I feel like I never have enough money, and no matter how hard I work, money seems to be something that is hard for me to hold onto."

• Why is a morning routine important?
• How can the money conversations we listen to as children impact our current financial picture?
• How can we work with our money chatter?
• How can we shift our energy?
• How does high/low vibration impact us?

Do you have a dream of becoming a business owner and bringing your idea to life? What is your vision and how might it help the world? If you have a dream deep within you, do you know where to begin to bring your offer to the marketplace? Do you know how to market yourself and your product or service?

On today's show:

• What is a Joint Venture Super Connector?

• What is with Virtual Stages - Aren't they going to be a thing of the past after Covid?

• What about people who have stage fright or are introverts?

• What do we need to do to be a guest on a virtual stage?

• How do we find these virtual stages?

• Okay, now that we're on them, how do we make money? How do we "Rock our Revenue?"

Subscribe and listen to the Heart-Centered Sales Leader Podcast on your favorite podcast streaming service or on YouTube. New episodes post every Monday. Listen to Connie dive into new sales and business topics or problems you may have in your business.

Connie's motivational quotes for today is by – Sheri Dew, "Having influence is not about elevating self, but about lifting others."

Check Out These Highlights:

We hear the word influencer and phrases like people having authority, but what does it actually mean and how do I get some?

• What are the 4 pillars of Authority and why are they each important?
• Is there a specific order that one should approach these from, and if so, why?
• What is the value of doing a Virtual Summit if you've already got a podcast going?
• Where does selling enter the picture in your 4-pillar structure?

About Michael Neeley:

Michael Neeley is a former professional actor and medieval knight turned speaker, mentor to visionary solopreneurs, and the best-selling author of Zero to Launch Podcast Accelerator. He is the host of four popular podcasts, including the critically acclaimed Consciously Speaking, Buy This – Not That!, Something to Wine About, and The PodQuest Show.

How to get in touch with Michael Neeley:

Facebook: https://www.facebook.com/ArtOfForgetting/

LinkedIn: https://www.linkedin.com/in/neeleymichael/

Website : https://www.MichaelNeeley.com

Stalk Connie online!

Website: https://whitmanassoc.com/

Apple Podcast: https://podcasts.apple.com/us/podcast/heart-centered-sales-leader/id1543243616

Connie's #1 International Bestseller Book - ESP (Easy Sales Process): 7-Step to Sales Success: https://whitmanassoc.com/resources/

Download Free Communication Style Assessment: https://www.whitmanassoc.com/csa

Connie's ESP (Easy Sales Process) MasterClass: https://whitmanassoc.com/espmasterclass/

Subscribe and listen to the Heart-Centered Sales Leader Podcast on your favorite podcast streaming service or on YouTube. New episodes post every Monday. Listen to Connie dive into new sales and business topics or problems you may have in your business.

If you are a leader within your organization, where do you think you're direct reports would fall? Within the 70% or 30%? Good question to think about…right!

Today's guest is Dan Savage. Dan joined the State Bank of Cross Plains in 1999 and is responsible for its Wealth Management and Financial Advisory Divisions. With extensive Wealth Management experience dating back to 1989, Dan is intimately involved with all facets of SBCP's business including, but not limited to, investment management, financial planning, business development, trust administration, and working closely with a broad cross section of valued clients.

• Working in your family business before going into banking what leadership skills did you learn or find most useful?

• How Dan monitors the performance of the people he leads? Hands on, or a micro manager ?

• How he motivates his sales/business development team?

• What sales mean to Dan?

• Being a mentor - What did you see in Dawn Mullarney that you started mentoring her? How did you help her excel over the years?

• How about his other team members – Dan's formula for development that he used through the years?

• Team of women - Being a male in a male dominated industry, Dan's thoughts on this?

• What Dan is doing to help these women succeed in this male dominated industry and why?